Toast Results Presentation Deck
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Positioned to Increase S&M Efficiency Following Recent Investments
Investment in Sales Team Takes Time to Scale: Tenure and
productivity are correlated, and both positioned to increase going
forward with our sales team scaled up and set to grow at steady-state
rate going forward.
Investing to Build More Flywheel Markets: Efficiency and
productivity in less developed territories improves over time
as market penetration increases.
WIL
L
Q1-19
Q2-19
Q3-19
Q4-19
Q1-20
Rep Median
Tenure (Mos.)
Q2-20
Q3-20
Q4-20
Q1-21
Q4-21
Rep Productivity¹
Q1-22
Q2-22
Sales Rep Productivity
Avg Rep Tenure (Mos.)
¹Sales Rep Productivity represents the average number of locations booked per ramped ('quota-carrying') rep per month.
²Territory Customer Density defined as Toast locations as of the end of Q2 2022 relative to SMB restaurant locations in a defined territory.
<10%
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10-20%
Territory Customer Density²
17
>20%
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